Director of Sales, Controls

ABOUT US:

Havtech and Air Conditioning Equipment Sales (ACES) have more than 45 years of experience providing innovative heating, ventilating, and air conditioning (HVAC) solutions to building owners and contractors. We have the industry-leading expertise to support the life cycle of commercial HVAC systems, from selecting and sourcing to service and replacement.

With a focus on innovation, the company works with customers to:

• Improve building comfort.
• Increase efficiency.
• Reduce total cost of ownership.

ACES and Havtech represent many of the most innovative HVAC equipment and building automation system manufacturers serving the technology, healthcare, and educational markets. The organization’s experienced sales engineers, service technicians, training staff and relationships with industry organizations, owners, engineers, and contractors have established it as a key partner for any commercial HVAC project.

We are a fast-paced and growing company looking for talented, innovative professionals who want to be part of a future focused team that provides high quality solutions that make sense to its customers and communities, both financially and environmentally. If you are bright, driven, and customer oriented, then you belong on our team.

SUMMARY

The successful candidate will lead our sales efforts in the Controls Business across three markets Columbia, Maryland, Richmond and Hampton, Virginia. The Sales Leader is responsible for driving profitable growth by creating winning sales strategies and leading our sales team to meet and exceed annual goals. This is a great opportunity for a driven leader looking to join a growing organization making an impact in the industry.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following. Other functions may be assigned:

• Deliver business results by improving the performance of the team in overall sales and gross profit generation. Develop annual sales business plan to drive revenue and increase market share. Assess market potential and identify opportunities for new business and increased penetration in target markets.
• Provide leadership for the Account Managers and Sales Engineers by guiding and exemplifying the full development of strategic sales plans, from inception to execution. Drive knowledge on Havtech/ACES product offerings and coach sales team on technical sales skills so that they can enthusiastically and capably demonstrate, discuss, and select solutions with customers.
• Track and analyze sales data based on key metrics and market data. Develop and implement KPIs to measure and optimize performance.
• Participate in the Identification, vetting, hiring, and development of talent in the industry to build high performing sales team.
• Develop key industry relationships within local markets. Develop and maintain key customer relationships by actively engaging in key and strategic projects. Remedy escalated customer issues and implement strategies to expand customer base.
• Rapidly expand market-share by collaborating with internal Owner Direct Service Sales, Equipment Sales Engineers, and Comprehensive Special Projects Group.
• Develop specific channel strategies for Owner Direct, Contractor, and Consulting Engineer customers.
• Maintain customer satisfaction by regularly investigating concerns, implementing corrective action, and engaging positive communication.
• Work effectively in a team environment of various HAVTECH sales and operations divisions to expand contract opportunities and convert leads into opportunities.
• Enhance the “Connected Services” sales strategy to drive customer satisfaction by differentiating from traditional PM controls contracts. Partner with remote services division to improve customer experience, by reducing client energy footprint, improving up time, and helping to prioritize repairs.
• Develop and implement new sales processes and procedures as needed to ensure success.

SUPERVISORY RESPONSIBILITIES

Columbia, MD; Richmond, VA; Hampton, VA

QUALIFICATIONS

• Requires a bachelor's degree in engineering or business-related field and/or a combination of five years of experience in sales leadership in the HVAC industry preferred.
• 5+ of results-oriented Sales Management experience preferred.
• Overall knowledge of HVAC, Building Automation and Owner Direct sales.
• Strong planning, delegating, negotiating, analytical and forecasting skills.
• Must possess excellent organizational skills and ability to prioritize multiple projects and tasks to meet competing deadlines.
• Excellent customer relations and presentation skills.
• Must have basic PC experience in Windows environment, working knowledge of Microsoft Office (Word, Excel, and Outlook).
• Ability to function independently and deliver results.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is frequently required to stand and walk. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

DECLARATION

Human resources retains the sole right and discretion to make changes to this job description. Any employee making changes unauthorized by the president or human resources will be subject to disciplinary action up to and including termination.